_____ Are People Who Will Decide If and When the Sellers

question 58

Multiple Choice

_____ are people who will decide if and when the sellers get access to members of the buying center.

• A)Influencers
• B)Gatekeepers
• C)Deciders
• D)Users
• E)Retailers

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Definitions:

Rational Persuasion

A method of influencing others through logical arguments and factual evidence to change their attitudes or behaviors.

Refreezing Phase

The stage in Lewin's change management model where new behaviors or changes are solidified into the culture or operational practices of an organization or group.

Rational Persuasion Strategy

Pursues change through empirical data and rational argument.

Legitimate Power

Legitimate power is the capacity to influence other people by virtue of formal authority, or the rights of office.